Recent Blog Posts

A vendor for one of my clients recently told my client that I really didn’t know anything about their product. They provide Google Adwords management services for consumer bankruptcy law firms. While it’s true that sometimes I’m clueless about a vendor’s offering, I actually know more than the average marketing person about paid search… Read More »

If you aren’t asking “What are you trying to achieve?” very early in your initial consultation with a prospective client, you’re hurting your chances of converting that opportunity into revenue. A quick story. Years ago, I did quite a bit of work for one of the top DUI attorneys in a major market. The… Read More »

The most successful lawyers who do the most sophisticated work usually dismiss the web as a way to generate business. They believe that anything worthwhile must come from a referral, and that anything else is junk. Some of the best campaigns I’ve ever had are the result of my client’s competitors having this mindset…. Read More »

Over the years, I’ve heard many lawyers make the statement, “Our best clients are ones that are referred by other lawyers.” I think this is probably true for most law firms. I often follow-up with question, “What do you do to increase the number of referrals to the practice.” Common answers are “go to… Read More »

On most days, I will receive at least one email from a client that asks, “Is this worth it?” Following their question is an offer they’ve received from a law firm marketing vendor. The answer is always yes… and no. All marketing has value. Even that billboard in the desert you’ve heard so many… Read More »

Every member of a law firm team plays a significant role in the business’ success… at least they should. But there is one position that is most important, and that is the one that handles new client phone calls and emails. I say this for 2 reasons. First, every piece of revenue comes through… Read More »

There are an endless number of companies offering search engine optimization (SEO) services to law firms today. All make big promises of first page Google rankings, along with “risk free” money-back guarantees, exclusivity, superior ROI, and many other offers, all designed to entice you to spend your marketing dollars with them. So how do… Read More »

There are so many positives that come from doing charitable work. Because of this, I’m a strong advocate of having my law firm clients participate in at least one community service project each year. Below are 4 ways charitable work can positively impact a law firm. But please keep one overriding thought as you… Read More »

One of the most common questions I get asked these days is, “Why does my law firm need Facebook and all the other social media stuff?” Attorneys say they don’t care if someone just spent two hours trimming their shrubs, and they certainly aren’t interested in sharing with the world that the line is… Read More »

I’ve been fortunate to participate in hundreds of meetings with attorneys over a good number of years. I’ve heard and seen some interesting things… and even a few shocking ones. But there is one meeting that sticks out among almost all others. It’s the day a lawyer asked me what I’ve since considered the… Read More »